Many MSPs believe that deception is the key to success for MSP sales, but nothing could be further from the truth. Instead, it is much more effective to practice honest policies in every situation or you risk permanently damaging your relations with clients. For example, the film “The Invention of Lying” demonstrates the short-term benefits of lies, but it is never sustainable over a long period of time. Similarly, an IT provider may momentarily gain a short-term boost from a small lie, but these deceptions will eventually catch up to them and cause devastating effects.

If you are interested in learning more, here are just a few additional reasons why salespeople tell many lies and how “The Invention of Lying” offers valuable lessons that can help your IT company avoid committing these common mistakes:

Unfamiliar with Product

Surprisingly, one of the reasons that salespeople often lie is because they do not fully understand their product. Instead of saying “I don’t know,” they will always respond to each question with an answer, even though it may be completely opposite from the truth. Instead of lying about a product, it is much more effective to take the extra time to find out the answer from someone else. Of course, not knowing an answer can be embarrassing, but it is much better than lying to a potential client, as lies typically come back to haunt a salesperson. The best way to avoid this uncomfortable situation is to spend more time learning about a product and the various services of an IT provider.

Avoid Conflict

Another common reason for lying is that the salesperson hopes to avoid conflict at all costs. For example, instead of telling the truth, they believe it is much easier to tell the potential client a lie to preserve the relationship. While this may work in the short-term for MSP sales, it will only cause issues to appear in the future, which can damage relations with a client. According to authors James Patterson and Peter Kim from the popular book “The Day America Told The Truth”, 91% of people admit to lying on a regular basis, whether it is with friends, with family or in the workplace. Obviously, this figure is astronomical, and it only proves that lying is an epidemic that needs to be stopped at all costs. Instead of avoiding conflict, it is much better to be upfront and honest with someone, as you will gain their respect and trust.

Only Care About Money

One of the primary reasons salespeople tell lies is that they are always focused on making as much money as possible. Instead of developing trusting relationships, a salesperson cannot see beyond the potential transaction and will say anything to close the sale. Similarly, the main character of “The Invention of Lying” also struggled with telling the truth, as he realized that lies could lead to short-term satisfaction and gain. However, near the end of the film, he recognizes the importance of telling the truth and why it’s critical to be honest if you are looking for true happiness. Instead of solely focusing on new ways to make money, it is much more beneficial to focus on developing connections with clients that are built on trust and not deception.

Honesty is one of the best policies for creating MSP sales, as it is the foundation of any successful business. Instead of damaging relations with clients, honesty can help strengthen ties and increase the reputation of an IT provider. Of course, many salespeople do not understand this simple concept, as they are too concerned with avoiding conflict or trying to earn as much money as possible. However, “The Invention of Lying” movie demonstrates the importance of always being truthful and how it can have a long-lasting impact on any organization. Instead of falling into the easy trap of telling lies to gain new sales, it is much more beneficial to always focus on the truth. This will help build the reputation of an IT company, which can lead to even more sales in the future.

Why Salespeople Tell Lies and How “The Invention of Lying” Movie Can Impact MSP Sales was last modified: February 26th, 2018 by Bryan Fuller

Bryan Fuller has been the President and Chief Executive Officer since founding Contigo Technology in May of 2013. Contigo focuses on providing state-of-the-art technology coupled with superior IT support to local Austin businesses. In addition, Bryan works to ensure that he always have enough staff to deliver lighting fast response times for his managed IT services clients in the Austin area. He works diligently to hire and train all his employees but especially help desk agents and onsite IT services technicians in Austin to provide an excellent customer service experience to clients. Bryan is also concerned with the onslaught of cyber security risk facing companies in Austin and lined up the best talent and software to combat this IT challenge. Prior to founding Contigo, Bryan had leadership roles in software companies such as SolarWinds, NetIQ, CA. Inc, and XMatters (formerly Alarmpoint). Bryan holds a B.B.A from Texas Tech University.